Which of the Following Statements Is True About the Probing

question 68

Multiple Choice

Which of the following statements is true about the probing method of obtaining commitment?

• A) The salesperson should never begin by asking directly for a commitment.
• B) The rep should ask a series of questions designed to discover the reason for hesitation.
• C) This method is especially effective with Japanese and Arab business prospects.
• D) The salesperson should avoid all attempts to resolve the issues concerning the prospect.
• E) After successfully dealing with the prospect's concerns, the sales rep should avoid a follow-up and let the prospect think over what has just been said.

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Definitions:

Gross Profit

The financial metric calculated by subtracting the cost of goods sold from total sales revenue.

Ending Inventory

The total value of all goods available for sale at the end of an accounting period, calculated as the beginning inventory plus purchases minus the cost of goods sold.

Perpetual Inventory System

An accounting approach that continuously tracks inventory levels and costs, updating the general ledger after each receipt or sale of goods.

FIFO

"First In, First Out," an inventory valuation method where goods purchased or produced first are the first ones to be sold or used.